When I transitioned from being an associate at a top law firm to becoming the editor of the Vault Law Guides, I knew it would mean a major pay cut. What I didn’t expect was just how low the initial offer would be.
I’d made it to the final round — including an interview with the parent company’s CEO and reference checks — without anyone mentioning compensation. But when the offer came in, I was floored.
The role required a candidate with top law school credentials and at least two years at a top law firm. On paper, I should have been an ideal candidate. Yet the lowball offer left me tempted to decline without even trying to negotiate.
The Truth About Salary Negotiation
Here’s what I’ve learned: there is nothing to lose by negotiating. In fact, you owe it to yourself to advocate for your worth after all the effort you’ve put in to reach the offer stage.
Here’s how I negotiated a 33% base salary increase—and why this experience sparked my passion for helping others do the same.
My 5-Step Salary Negotiation Strategy
1. Start with positivity and optimism.
Set a collaborative, forward-looking tone: “Thank you so much for the offer. I am so excited about the opportunity to join Vault in this role.”
2. Establish that the compensation doesn’t align with the position’s requirements.
Frame it around the mismatch, not just your personal expectations: “I have to tell you, I’m surprised by the compensation offered. Given that this position specifically requires someone from a top law school who has worked at least two years for a top law firm, this offer seems very low.”
3. Emphasize the value proposition and market sense.
Explain why it’s in the company’s best interest to increase the offer: “When I spoke with [Exec 1] and [Exec 2], they emphasized the importance of this role, how the law vertical drives the most revenue for vault.com, and that they needed someone who can take this part of the site to the next level. Based on those discussions, I was expecting closer to $X.”
4. Reaffirm enthusiasm and (if appropriate) state your minimum acceptable number.
Note: You don’t need to reveal your bottom line in every negotiation, but I chose to here because I was willing to accept the low end of my market range, given the career switch I wanted:“I’m still really excited about this opportunity. If we can get to $X, I’d be ready to accept today.”
5. Close positively while encouraging escalation.
Invite internal discussion and leave the door open: “I’m hopeful we can make this work. I understand you’ll need to discuss internally, and I really appreciate you taking the time to explore this.”
The Result
I secured a 33% increase in cash base—and took the first step in what became my path toward career coaching for lawyers.
This experience sparked my passion for helping others navigate compensation negotiations. Since then, I’ve coached dozens of lawyers to successfully advocate for their worth and take control of their career paths. Negotiation isn’t about being difficult—it’s about standing confidently in your value.
